Diseño de un procedimiento para la formación de negociadores.
Date
2010-06-25
Authors
Sánchez Méndez, Diana Luz
Journal Title
Journal ISSN
Volume Title
Publisher
Universidad Central “Marta Abreu” de Las Villas
Abstract
La presente investigación se desarrolló a petición de la Empresa Tenería Villa Clara (TENEVIC) teniendo como objetivo diseñar un procedimiento para la formación de negociadores. Se sustenta en la necesidad de lograr una mayor capacitación del personal que usualmente realiza negociaciones, para así alcanzar
una efectividad superior en el desarrollo de las actividades comerciales. Se demuestra además, que teniendo en cuenta el entorno en que se desarrolla el trabajo, las particularidades que posee la entidad objeto de estudio y su repercusión en la economía cubana, se requiere de métodos y mecanismos
adecuados para la administración y solución de conflictos, donde la negociación racional, inteligente y profesionalizada constituye un elemento imprescindible. Es por ello que se presenta la actual propuesta, diagnosticando previamente las condiciones actuales del proceso negociador en TENEVIC, mediante la aplicación
de encuestas, cuestionarios, realización de entrevistas y análisis documental entre otras técnicas y el resultado evidencia las insuficiencias en su actual gestión que deben ser transformadas mediante el diseño de un procedimiento para la formación de negociadores en la entidad.
The present research was carried out in respond to a request by the Empresa Tenería Villa Clara (TENEVIC) and it aims at designing a procedure for the training of negotiators. It is based on the identified need to achieve a better upgrading of the personnel that is usually involved in negotiations in order to reach a higher effectiveness in the carrying-out of commercial activities. It is also proved that by taking into account the context in which the work is carried out, the particularities of the entity under study and its repercussion on the Cuban economy more adequate methods and mechanisms for management and conflict resolution are required, and in this respect a rational, intelligent and professional negotiation is absolutely indispensable. That is why the present proposal is put forward, presenting a diagnosis of the current conditions in the negotiating processes at TENEVIC. The diagnosis was carried out by means of questionnaires, interviews and documents analysis -among other research tools- and the result makes it evident that there are shortcomings in the present management style. Such shortcomings must be overcome by designing a procedure for the training of negotiators in the entity.
The present research was carried out in respond to a request by the Empresa Tenería Villa Clara (TENEVIC) and it aims at designing a procedure for the training of negotiators. It is based on the identified need to achieve a better upgrading of the personnel that is usually involved in negotiations in order to reach a higher effectiveness in the carrying-out of commercial activities. It is also proved that by taking into account the context in which the work is carried out, the particularities of the entity under study and its repercussion on the Cuban economy more adequate methods and mechanisms for management and conflict resolution are required, and in this respect a rational, intelligent and professional negotiation is absolutely indispensable. That is why the present proposal is put forward, presenting a diagnosis of the current conditions in the negotiating processes at TENEVIC. The diagnosis was carried out by means of questionnaires, interviews and documents analysis -among other research tools- and the result makes it evident that there are shortcomings in the present management style. Such shortcomings must be overcome by designing a procedure for the training of negotiators in the entity.
Description
Keywords
Economía, Negociación, Formación del Personal, Negotiating, Empresa Tenería Villa Clara